While our flagship ramped and standard rampless containers combined represent the vast majority of CWS bin sales, almost all CWS service providers encounter the occasional need for a compact container. Leaving a valued customer without a good option because you don't have a compact bin in your inventory just isn't sound business. With an external footprint of just 4 feet by 8 feet, your customers will appreciate having a compact option and, as the name suggests, tile and stucco guys will love having their own washout bin.

Construction Economy Shows Promise

Consumer confidence, unemployment and the stock market are reasonable indicators for what the economy might hold for 2018 and beyond. There's very good news on all three fronts.

​Consumer confidence is at a seventeen year high and unemployment is at a seventeen year low. In fact, some economists are saying that we are currently very close to full unemployment - which may well have implications for your ability to find qualified workers and the wages needed to attract and retain them.

Seasonally-Adjusted National Unemployment Rates:

So with unemployment rates low, consumer confidence high, what has the last year brought to the stock market? In short, it's been a spectacular year with the Dow up over 20%.

​In housing, sellers are seeing the sale of existing homes faster than anytime since 2009 when this data was first systematically collected. With competition for homes strong, and expected to get stronger, it's not much of a jump to see the large home builders stepping up to meet this demand, which is great news for CWS providers, some of which have relied mostly on commercial or infrastructure projects. If the proposed reduction in the corporate tax rate from 35% to 20% is passed, it could stimulate the construction industry still further by making investment more attractive.

Here at CWS, our experience makes us hopeful that the next two years will bring at least a 50% increase in demand, on average, across the country. Here's to your success!

WARNING: Container Delivery Lead Times Effected by Hurricanes

The hurricanes that caused wide-spread destruction in Texas, Florida and Puerto Rico have resulted in tremendous demand at steel fabrication facilities across the country. At the same time, demand for CWS containers is booming. As of mid-October, delivery was four to five weeks from receipt of order deposit. Of course we make every effort to keep lead times as short as possible, but given the extraordinary recent events, please look forward to estimate demand and plan accordingly - don't be alienate a valued customer because you didn't maintain sufficient inventory or simply ordered containers without allowing for a time buffer.

CWS service providers like you love equipment that makes them money. While we're sure you'll agree that the Porta Vac pictured above is beautiful, it's only when you understand just how it can fit into your operation that you'll love it as much as we do.

In this edition of the Gazette, we want to share with you some of the details of a CWS operator that uses Porta Vac each and every day to increase profits.

​Here's our interview with CWS operator Paul Caminata:

​CWS: Could you give us a brief overview on how you use the Porta Vac?​Caminata: Sure, we mostly leave it on the truck. If you're mostly a washout provider, you'll leave it on the truck most of the time. We can haul our empty dumpsters with the Porta Vac on the truck - a ten or twenty yarder or even a forty yarder with a flag. We can generally even haul a full ten-yarder with the Porta Vac loaded.

​CWS: How do you load and unload the Porta Vac? ​Caminata: We get it on and off with a Bobcat. There are fork pockets on the bottom, so it only takes about five minutes with a spotter and a driver. The spotter will put the pins in to secure the bin to the truck. We have a traditional vacuum truck, but now we rarely use it - only when we have multiple bins in the same location that need vacuuming.

​​CWS: What's required to empty the Porta Vac?​Caminata: Emptying takes fewer than five minutes. In our case we just empty it on to our washpad where the liquid is moved via sump pump to our water treatment system. ​​Usually, the waste water comes in with a pH of 10 or 11. The water system has four tanks, so evaporation can be significant, but if we need to release water, we're licensed to release into the municipal sewer at a cost of about $34 per 2500 gallons.

​​CWS: Could you tell us about maintenance?​Caminata: Primary maintenance is just dumping it. Additionally, it's a good idea to flush it out with the pressure washer every week or two. Don't let it sit overnight with material in it either. A few times a year we shovel out whatever solids have accumulated, which isn't too much trouble since the material is moist and slurry like. It's powered by an eight horsepower Honda, so you've got the normal maintenance there and legendary reliability.​​​CWS: How many gallons does the Porta Vac hold?​Caminata: It's got a 280 gallon capacity. Vacuuming a bin takes under ten minutes and only very rarely is there more liquid in a bin than we can vacuum. ​​In those cases, maybe one in fifty, we'​ll offload enough water into the new bin (if we're dropping one) so that we can be off and running.​Only about one percent of these instances require a second trip for us.

​CWS: What effect has the addition of a Porta Vac had on your business?​Caminata: It's had a huge beneficial effect. Today, for instance, we've got 5 runs and I'm using a single truck to fulfill two purposes. One site is about 25 minutes out, so I'm saving about an hour of truck tine on that job alone. On top of the time, there's an incredible amount of headache and hassles avoided because I don't have to deal with coordinating the arrival of two different trucks at each site - we used to have concrete workers washing out in between the arrival of the vacuum truck and the roll-off truck, which resulted in huge headaches for everyone. It was a daily headache that is now pretty much gone.

CWS: About how much of your revenues come from CWS services?​Caminata: Almost forty percent.

CWS: Thanks, Paul for your time.​Caminata: My pleasure!

CWS Locator - Bringing business to you!

Businesses like yours have contributed to Concrete Washout being a recognized brand among builders large and small across the entire country. Countless builders and SWPP engineers specify that CWS containers be placed on their jobsites.

​What you may not know is that CWS receives many phone calls asking for local service providers - of course, we're delighted to refer them directly to you. What is more, each month, the CWS Locator receives the second most hits of any page on our top-rated website - between two and three hundred unique visitors each and every month are finding CWS providers like you on the CWS Locator. Here's to many, many more in the coming years.

Construction Forecasts - AIA, Dodge and others

Among the multitude of statistics published by organizations related to the construction industry are those produced by the American Institute of Architects. We favor their statistics over some others because architects are obviously involved at the beginning of the construction cycle. In the graphic above, scores above 50 represent an increase in projects for each region from April 16 to April 17 - all regions are showing growth with the South and Midwest leading the charge.

Additionally, AIA data suggest the institutional and commercial/industrial sectors are still stronger than the residential sector - a perspective consistent with what we've heard from many of you.

But don't fret the housing sector entirely as Dodge is predicting an increase in the value of housing starts in 2017 with single family housing predicted to increase an impressive 12%.

​Another forecast that we're fond of is the Portland Cement Association's prediction that 3.5% more concrete will be produced this year over last.

​Naturally, national statistics have limited value to companies operating on the local level exclusively. Nonetheless, we take away optimism that these trends are almost exclusively indicating at least modest growth.

Steel - Good news, bad news

Just as busy architects are a sign of good news in the construction industry, it's a good sign for the economy when steel fabricators are busy. Well, steel fabricators have been very busy. The end result is that some fabricators are booked solid for the next six months! At CWS we're pleased to have sufficient volume to keep the attention of our wonderful steel fabricating partners, but lead times are still a challenge. If you think you MIGHT need a container, it's time to start making plans. We know that it's extremely disheartening to disappoint a customer that needs a container, so please, keep sufficient inventory on hand to meet that demand and build in a buffer for delivery. It's a good idea to be in touch well before you're ready to place an order - it'll help us serve you best.

CWS Spec Sheet - a valuable sales tool If you’re not working with your local SW﻿PPP engineers to specify CWS containers on the job site, you’re missing a key opportunity. For years now, CWS containers have been specified on many sites. The potential is that instead of selling the value of your CWS service to a potentially skeptical and usually busy site superintendent, that very same superintendent is probably going to look up your phone number on the CWS website and give you a call. That's sales the easy way!

An indispensable tool that SWPPP engineers and architects love is our “Spec Sheet.” It contains important information such as the size of our containers, details on placement and use in an easy-to-use format. Make sure to get it into the hands of the right people - it’s money in the bank and it’s available for download at the end of this page.

Got regulators, architects and others interested in your CWS services? As part of our ongoing outreach, help us keep CWS solutions in front of their eyes and minds - send us your opt-in email contacts and we'll be sure to keep them in-the-loop.

Other CWS promotional activities

Of course, working with architects and engineers is just one of our (and your) many promotional efforts. Here are some of our other promotional activities:

Conducted hands-on training with SWPPP engineers

Exhibited at presented at many trade shows and conferences including Waste Expo, World of Concrete, IECA, ConAg and regional waste and recycling shows.

Advertised in magazines such as Storm Water, Waste Age and Hauler

Built a list and sent regular email blasts to thousands of construction, waste hauling and erosion control experts.

Revamped the CWS website to make portable device friendly and make it easier for builders to find service providers like you.

If you have a marketing question or suggestion, we would love to hear it. Drop us a note and we'll be pleased to share our thoughts or possibly feature your question on the next edition of the CWS Gazette.

Selling against "the pan" CWS customers have always faced competition. Even if the competition was from markedly inferior products, it’s still important for you to articulate why CWS products offer a superior value to the builder. While CWS containers dominate the industry, one competitor is the Eco-Pan, a shallow container with capacity of 2.35 or 1.5 yards - either half or a third of the capacity of a standard CWS container. Accordingly, an Eco-Pan provider is going to have a hard time competing on price. But, CWS’ advantages don’t end there. From the perspective of the contractor, even one of the Eco-Pan features, portability, is suspect - really, all you need is a $35k forklift and an operator to move a container full of caustic liquid around the job site? Does that sound like a good idea to you? What’s more, CWS service providers, like you, have an unequaled reputation for treating and disposing of concrete washout wastewater in accordance with the most stringent regulations. For example, only CWS providers use our CWS Water Treatment System, which is a great assurance to builders that can take comfort in knowing that their caustic wastewater is being treated appropriately - builders don’t need liability coming back to haunt them. For cases when job site space is extremely limited and there isn’t enough room for a standard sized CWS container, we strongly recommend you keep a couple of our CWS Tile and Stucco bins in stock and ready to go – they’re the same width and height as our standards, but are only 4 feet long. From our perspective, CWS is better on any type of job. Construction forecast The good news is that consensus forecasts for non-residential construction are favorable at about 8% per year growth over each of the next two years. As the AIA (American Institute of Architects) chart at left indicates, commercial construction is expected to grow at well over twice the rates of industrial construction.

Predicted increases in home building have failed to materialize on the national level in the March 2015 figures released by the Commerce Department. National housing starts continue at an annual rate of approximately one million units. Signaling a potential bright spot, single family home starts were up 4.4% for May. In contrast, multi-unit construction starts decreased by 2.5% in May with a striking decline of multi-unit building permits of 16%.

One of our favorite sources is the NAHB website where you can download forecasts for your region - which can be useful in formulating sales goals for your team.

It's exciting to see such a variety of building activity indicators moving in a positive direction. Over the last three years, the National Association of Home Builders has reported marked improvements. Single family housing starts increased over 39% from 2009 to 2013 and the trend looks likely to continue. What's more, over the same period, multi-family housing starts increased far more with starts nearly tripling to 307,000.

Similarly, most indicators are favorable for growth in non-residential construction as well. For example, The Wells Fargo's Equipment Finance 2014 Construction Industry Forecast, reports the highest industry optimism of any time in the 19 year history of the report. By comparison, the historic low for this index was 2009. That's quite a turn around in just four years!

Connecting Builders to CWS Service Providers

The CWS website draws a variety of visitors - CWS service providers, regulators and builders all use it to as the most authoritative resource in our industry. We've greatly simplified our website, which provides immediate and marked benefits for all.

For builders and CWS service providers, we're making an effort to get you together even easier. The CWS Locator, visited by hundreds every month, has been reformatted and fitted with great search tool that let's builders search for their local CWS service provider by using their local zip code. For now, we're excluding email addresses because spammers have been relentless in harvesting email addresses off of websites. You've no doubt noticed this if you've had your email listed with us!

We've also made the website mobile friendly, so that it will display well on a variety of devices, such as cell phones and tablets. We hope that these changes will play a small part in increasing your profitability.

Looking for an easy way to increase your exposure? Since CWS is the most visited site related to concrete washout, a simple link from you website to the CWS homepage will help search engines rank you where you belong in your local area - near the top! It only takes a minute and could land you some good clients.

LEED Building Boom - Great Opportunity for Washout Service Providers Looking at LEED certified building growth alone you might well be surprised that the construction industry has yet to emerge from a historic slowdown. Interest in environmentally sensitive building and energy savings, along with government tax incentives, have helped fuel a five-fold increase in the number of LEED certified buildings in just the past four years. Under LEED, builders get credit for recycling building materials and reducing waste - CWS licensed washout providers deliver both to LEED builders. Since credits are given on the basis of the weight of residual concrete and the water that CWS providers recycle and treat, washout providers can offer credits relatively inexpensively. Research conducted by CWS indicates that approximately 300 million gallons of corrosive concrete washout liquid waste is produced each year, an amount equal to 27 Exxon Valdezs a year. What is more, since almost every new LEED construction project uses concrete extensively, CWS service providers have a prospective customer in every LEED builder. If this growth continues, along with a resurgence in building in general, it's conceivable that CWS providers may easily see a five to ten-fold increase in LEED customers over the coming four years. Each provider should make sure they are well known to area architects and specialists in green building (the USGBC is a very good resource) and should tailor promotional materials to showcase the valuable LEED credits builders will receive by using a CWS provider. Links of interest: USGBC (United States Green Building Counsel); Upcoming USGBC Greenbuild Conference in San Franicsco, Nov 12-16.Important Revision of LEED v4 Available for Draft Comments With LEED presenting a significant driver for your future growth, you'll want to make sure your voice is heard and concrete washout waste is properly accounted for within the new LEED standards. It's easy to submit your comments online, although you should allow a little time to find the appropriate section and to fine-tune your comments, since they cannot be revised once they are submitted. While you don't have to be a USGBC member to comment, you'll need to register. These revisions, much like your state or local regulations, are only infrequently revised, which means your attention is urgently needed. Please help grow your business by getting involved! Click here to go to the LEED v4 draft page.CWS Locator - Don’t Lose Your Listing! Renew your CWS Locator subscription now before the price increases. You don't want to lose your company’s listing on the CWS Locator which resides conveniently on the the number one website in our industry: www.concretewashout.com. Each county listing is only $299 per county per year, which can be reduced with the following discount.

Save $50 per year when you pay for two years (only $498 per county for 26 months when you pay by October 31)

The CWS Locator is an undeniably great value when you consider:

It’s the easiest way for LEED builders that love CWS to find you for their local jobs

Is the fastest way for any builder to locate your business

Has the power to increase your company’s search engine optimization when you add a link to your listing

A Great Training Resource for FREE One of the best training resources is available to our customers for FREE. You may have seen the CWS Welcome Video (it was originally produced as a DVD). The video is approximately 40 minutes long and consists of an interview with CWS founder, Mark Jenkins along with visual footage of a thriving CWS operation. The purpose of the video is to give owners and employees answers to the most frequently asked questions as well and provide a basic understanding of a typical CWS operator's facility. Every employee should view this video. The video is now available online to CWS customers. Please contact us for the links to this must-see video. The Case for Concrete Washout Control Despite the fact that CWS customers have played a leading role in containing a harmful environmental pollutant and reducing builder liability for years, in some areas regulators remain unaware of the concrete washout problem, which can leave you with responsibility of helping them get up to speed. Toward this end, we offer a letter submitted to the California State Water Resources Control Board. We hope that you find some of the ideas useful in promoting the EPA's BMPs (Best Management Practices): Dear Ms. Townsend, In reference to the Public Comments for the Construction General Permit, I hereby submit this comment letter to the California State Water Resources Control Board. My name is Mark Jenkins. I am the President of Concrete Washout Systems, Inc., a Sacramento-based company that develops cost-effective technologies to prevent environmental pollution, to enable best management practices (BMPs) in the construction industry, and to encourage sustainable development. I am also president of Jenkins Concrete, and have been a concrete contractor for over thirty years. I have done virtually every job on a construction site, so I understand the challenges facing the construction industry. I have also seen first-hand the impact our industry has had on our environment, and have dedicated myself to reducing our environmental impact. The Concrete Washout Wastewater Problem I would like to address the important issue of the secure containment and safe disposal of concrete washout wastewater — one of the most harmful and widespread pollutants created by the construction industry. Concrete washout wastewater results from washing down equipment such as concrete trucks, pumps, mixers, chutes, tools, and wheelbarrows. It is the most common discharge from concrete construction, and it is caustic and corrosive, with a pH of 12 or higher (essentially the same as Liquid Drano). It carries concrete particulate residue in suspension, and contains contaminants including aluminum, barium, chromium, hexavalent chromium (chromium 6), copper, iron, magnesium, manganese, nickel, potassium, selenium, sodium, vanadium, and zinc. The washout wastewater can also contain trace elements of petroleum products, admixtures, and other materials from processing or treating the material. In our research we have found that over 300 million gallons of washout wastewater are emitted by construction activities annually — one gallon for every man, woman and child in the US, or the volume equivalent of 27 Exxon Valdez tanker spillsper year. Environmental Risks Concrete washout wastewater poses potential risks to plant life; fish and other wildlife; and to human health. Direct contact with the high-pH washout water can cause skin irritation, severe chemical burns, or serious eye damage. Contaminants and heavy metals in the water such as chromium, selenium, vanadium, and other heavy metals are understood to pose health hazards to humans. When washed into the storm drain, washout wastewater can harm aquatic life. The effects of high pH on fish can include death; damage to outer surfaces like gills, eyes, and skin; and an inability to dispose of metabolic wastes. High pH may also increase the toxicity of other substances found in the water. For example, the toxicity of ammonia is ten times more severe at a pH of 8 than it is at pH 7. The safe range for aquatic life is between 6.5 – 9.0 pH units, significantly below the pH of 12 of concrete washout water. In addition, concrete solids in suspension can increase turbidity, reducing the ability of fish to function normally in their habitat. If caustic washout liquid is allowed to spill onto the ground it can harm plant life and soil quality. The effects of high pH on vegetation may include inhibited growth, damage to soil and plants, and substantial alteration of the soil and plant chemical composition, even after the pollution source is gone. High pH may also increase the toxicity of other substances causing further problems. The safe range for plant life is between 6.5 – 7.0 pH units. Once in the soil, contaminants can remain there indefinitely, potentially creating “brown field” problems requiring remediation. This can create second-order environmental problems, as healthy vegetation is the best way to prevent soil erosion, which is another major source of runoff pollution. Equally as significant, wastewater leaching into the soil can find its way into the water table, affecting the quality of drinking water and the ecosystem. It is for these reasons that the US EPA stipulates that concrete wash water “…should not be discharged to any surface water, storm sewer system, or allowed to infiltrate into the ground.” (US EPA: Developing your Stormwater Pollution Prevention Plan: A Guide for Construction Sites, May 2007.) Many of Our Current Practices Are Insufficient The most frequently used means to contain concrete washout at the construction site is the washout pit. These pits are generally dug into the ground, lined with a thin plastic sheet, and surrounded by hay bales. Even though they are at present considered to be an acceptable management practice, the pits are a very unreliable containment method. Over time, the plastic liner and hay bales wear and break down; and, usually, the liner is breached by normal construction activity at the work site. Oftentimes the liner is purposefully torn by jobsite personnel to allow the wastewater to run off so more trucks can wash out in the pit. Once breached, the corrosive wastewater easily escapes into the ground or to the stormwater system. Moreover, most jobsites require the use of large concrete pump trucks. Concrete pump trucks have a very low hanging hopper in the back of the truck that prevents use of a bale-lined pit for washing out. Consequently, pumpers generally wash out directly on the ground whereby wastewater either leaches into the soil, or flows onto pavement and into a storm drain. When a contractor removes a pit, the solid concrete waste is broken up, excavated, and sent to landfill—not recycled. (since plastic liner is bound up in the concrete solids, concrete recycling plants will not accept an otherwise 100% recyclable resource). The corrosive wastewater, however, is left behind in the soil, along with all its contaminants. Other methods frequently encountered, such as dumpsters lined with thin plastic sheeting, plastic garbage cans, etc., have similar problems: the washout wastewater leaks from the smallest breach, and pump trucks are generally unable to wash out in them. Recommendation Concrete washout wastewater should be securely contained at construction sites until it can be removed without spillage, and the water should be safely treated by a facility suitable for this purpose. In order to encourage this practice, I would ask the Water Resources Control Board to consider requiring a secure, self-contained, and watertight container designated for concrete washout at all construction sites. If I may also suggest, as a best management practice, that concrete washout wastewater be tracked from origin to ultimate safe disposition, through the use of manifests and weight tickets — as is already the case for motor oil and similar discharges. This practice would ensure the complete removal andsafe disposal of this pollutant. We need to be confident that untreated concrete wastewater does not enter the environment at any point in the process. Cost-Effective Solutions Already Available The industry has developed and successfully implemented BMPs that are more reliable, economical, and environmentally sustainable than plastic-lined pits. Additionally, many of these solutions are 100% recyclable. My company, Concrete Washout Systems, is one of several providers of portable self-contained units that can securely contain concrete washout water and solids at the construction site; reliably remove pollutants from the site; safely treat the wastewater; and fully recycle the concrete solids—which are commonly re-used for roadbed and other construction uses. We consider this a “win-win” solution, since the concrete solids are recycled, thus enabling large volumes of unnecessary landfill waste to be diverted. At the same time, the polluting wastewater is contained and treated. Our solution is already in use in over a dozen states in the US and in Canada, and has been incorporated by major stakeholders in the construction industry, including commercial homebuilders, municipalities, contractors, SWPPP and consulting engineers, concrete pump truck operators and manufacturers, environmental regulators, and many others. I believe that we are only one of many providers that can offer a commercially viable solution to address this significant environmental challenge, that is also 100% recyclable, and reduces the impact on our limited landfill space. Conclusion I hope the Water Resources Control Board will require that a self-contained, portable, and watertight container be designated on every concrete construction site for concrete washout — along with reliable and verifiable processes to ensure the secure containment, controlled removal, and safe disposal of concrete washout wastewater. We are encouraged that CalTrans has already taken a strong leadership role in this regard, specifying this type of BMP for concrete washout as a requirement for its most recent construction projects. I also hope that the state of California continues to lead the country in environmental stewardship, and in this regard, I suggest that the Board also recommend the full recycling of concrete solids, a renewable resource and a significant opportunity for landfill diversion. Thank you for your consideration. Sincerely yours, Mark Jenkins, President Quotes:

Busier Architects Mean More Construction We've been looking for positive economic news in the constuction sector for quite some time. One leading indicator of construction activity can be found in the billings of architectual firms -- changes in billings are reflected as construction activity typically within twelve months. The American Institute of Architects' (AIA) New Projects Inquiry Index" showed an impressive increase to 65 points in November -- with 50 points being no change in month-to-month billings. Design billings for commercial/industrial and multi-family residential showed increases, while other project types did not garner increases, suggesting that a recovery in residential construction is at least one year away. As far as regional differences are concerned, the stongest architectual billings came in the South and Midwest. Meanwhile Northeast billings were flat for November and those in the West showed a small decline. “This is a heartening development for the design and construction industry that only a few years ago accounted for nearly ten percent of overall GDP but has fallen to slightly less than six percent,” said AIA Chief Economist Kermit Baker, PhD, Hon. AIA. “Hopefully, this uptick in billings is a sign that a recovery phase is in the works. However, given the volatility that we’ve seen nationally and internationally recently, we’ll need to see several more months of positive readings before we’ll have much confidence that the U.S. construction recession is ending..” Click here for AIA White Paper.Selling More Washout Service Your job, in selling concrete washout waste removal is to "map" your service to your customer's specific need. One of the most consistent marketing mistakes we see is a failure to truly focus on one or two key benefits, instead talking about the nuts and bolts of what you do -- they don't care! Let's consider a hypothetical builder who has never used concrete washout service despite your repeated attempts. You may have introduced yourself as offering an environmental protection product. If he hasn't bought yet, what does that tell you? Quite possibly that he doesn't see himself as a buyer of "environmental protection." In fact, he might find "environmental protection" a nuisance or worse! With jobsite safety on nearly everyone's mind, you might instead offer him the reduced liabilty benefits of CWS. "The last thing you need is somebody tripping on pump spoils. I'll give you a free trial. If you don't agree it keeps the jobsite cleaner, neater and safer, I'll pick it up at no cost. If you do use us, since we treat the materials and recycle you have lower cost and lower liability." Over eighty percent of free trials convert to a paying customer based on our conversations with providers across the country. Builders need you. It's your job to cut to the chase in all your communications with a few clear benefits.Make More Money, Keep More Money with Porta-Vac We've talked about sales techniques to make more money. Now here's how you can save big. The 300 gallon Porta-Vac allows a single truck to vacuum and haul a washout container, which reduces your costs giving you maximum flexibility. Since the Porta-Vac can be fitted to any roll-off body, it protects your investment not only in itself but also in your trucks. If you've ever had a down truck, you know the value of flexibility. For CWS founder, Mark Jenkins, the Porta-Vac has meant remarkable cost savings as his previously busy vacuum truck sits idle while a single truck and driver now does the work of two! This product requires some customization. Don't let procrastination cause you to have to wait extra months to start saving. Contact us today to find out more.Quotes "Water and air, the two essential fluids on which all life depends, have become global garbage cans." -Jacques Yves Cousteau "Architecture is the art of how to waste space." -Philip Johnson

Your easiest opportunity for profit in the current business environment is to reduce costs and pocket the savings. Luckily, that is exactly what the Porta Vac is designed to do. Engineered from the start for extra-heavy concrete washout use, the Porta Vac is a self-contained vacuum tank that rides along on your roll-off truck, right in front of a Concrete Washout Systems bin.

Now you can pull up to the job, vacuum, and lift the washout bin with any roll-off truck -- the cable runs underneath the vacuum allowing easy pick-up. WHAT A TIME SAVER! Elk Grove Waste has used it extensively for 2 weeks and have saved approx 16 Hrs vac truck time. When you don't need it, either forklift it off or hook the cable up and lower it off the truck.

The model shown sells for $11,599 and has a capacity of 285 gallons. It can pay for itself in reduced truck time, fuel, tires, wear and tear in as little as 3 months.

Critical Tips for Email Marketing Success Consumers increasingly prefer to be reached via email. Don't you prefer to deal with vendors on your schedule, with minimal interruption at a time where you can effectively decide what warrants your attention? When you consider that implementing an effective email marketing promotion can also save you big money, email promotion almost certainly deserves more of your attention. While email mail marketing can be relatively inexpensive, don't take it lightly -- a sloppily-constructed, senselessly self-promoting email can do much more damage than good, especially when you consider just how many people may be receiving it. Below we give a few of our best tips for email promotion.

Tips: 1) Our first tip is a reminder. Do not spam (send unsolicited emails to new prospects). Build an Opt-in list where each member explicitly agrees to receive promotional messages from you. Existing customers don't need to "opt-in" as you already have an existing business relationship. It's critical that email "blasts" sent to many members should not be sent via your existing email client (the same way you send day-to-day emails). Use a third-party vendor such as Vertical Response or one of their many competitors or risk having your email effectively shut down.

2) Get your "From" line right. If you are contacting a prospect directly from your email client, such as Outlook, it's especially important to make sure that your account is configured to display your company name properly -- not just your first and last names.

3) Pick a GREAT subject line that garners attention by specifying benefits for your customers. If that isn't challenging enough, keep it to under 50 characters. Think to yourself, "If I received an email with this headline, would I care?" If you wouldn't, they don't either. Did you know that over 50% of recipients decide whether to open an email based solely on the subject line?

4) Create a complementary pre-header. The first line of text, before your headline should entice the reader by telling them what is special about this communication as well as drive home the necessity for timely action. For example, "15% off and free rush pick-up ends Thursday."

5) Maintain momentum with a powerful, graphically appealing headline that says as plainly as possible what you are offering and what you want them to do. By rotating a variety of special offers you can take advantage of the fact that different offers will appeal to different customers at different times.

U.S. EPA Construction General Permit Update We would like to thank all of those that submitted comments on the EPA's Construction General Permit draft. The current permit (2008) will expire on February 15, 2012. We are hopeful that our collective voices will be heard and that several important improvements will be made. We recommend letting your customers know that some changes to the permit are in the works. The following link is the EPA website for the Construction General Permit. We'll keep you posted.

Concrete Washout Systems of Hawaii Expands to Meet Demand Michel Gallafent of CWS Hawaii hasn't a single bin to spare at the moment. "We're on a lot of military projects, the new Disney resort, University of Hawaii West Oahu, Honolulu rail project and the Kroc Community Center. We've been fortunate that the State of Hawaii consistently requires effective concrete washout measures implemented on the job site," reported Michel. "It's great to see their success," said Mark Jenkins, President of Concrete Washout Systems. "What an interesting list of large public sector, large-scale private and charitably-funded construction projects. It shows that, at least in some markets, there's a real opportunity for washout providers to service these jobs. I would guess that these particular clients might be very sensitive to the negative exposure that comes with construction site pollution." Booming business comes despite a new competitor recently entering the local Oahu market. "We were a little concerned when we got our first competitor in town, but the few customers we lost initially are coming back to us because we offer much better service. We've made some recent changes with the addition of zone pricing, but our pricing remains as it's been: $350 for a service and $500 a month rent. We're lucky to have two great drivers keeping the customers happy and we've got two new Mack trucks being currently outfitted with vacuum tanks to go along with our 12 new bins we've ordered," Michel told us.

Volume Discount Special! CWS is extending and improving it's best discount ever: buy a full truckload (6 or more containers) and save $250 per container! Order now to lock in our best discount ever. Offer good through February, 2011.

World of Concrete -January 18-21 Las Vegas Convention Center Booth Number: C6321 This year’s World of Concrete promises to be the most environmentally-focused to date as the industry explores ways to reduce legal exposure—in particular, storm water pollution runoff. As in previous years, we welcome you to visit us in the booth and tour the show, which inevitably has the latest and greatest equipment and techniques on display. We have a limited number of show passes that we’re pleased to offer our customers. Let us know if you we can set aside one or more for you!Click here for World of Concrete Attendee Info

Flat Forecast for Commercial/Industrial Construction The Associated Builders and Contractors (ABC) have projected that commercial and industrial construction will remain at 2010 levels in 2011. "The bottom line is the nonresidential construction recession is largely over, but 2011 will be associated with grudgingly slow progress,” reported ABC's Chief Economist, Anirban Basu. ABC's forecasts suggest that public financed construction will remain flat, while privately financed construction will see a very small decline.

Quotes o' the month: Nine-tenths of wisdom is being wise in time. Theodore Roosevelt All lasting business is built on friendship. Alfred A. Montapert

]]>Wed, 01 Sep 2010 18:52:21 GMThttp://www.concretewashout.com/cws-gazette/september-2010-cws-gazetteBins at work at Sacramento International Airport -- we're guessing they tired of the kiddie pools in the background!

In this issue of the Gazette:

Top CWS Sales Tips -- including email marketing!

A resource to locate storm water consultants and track regulatory changes

An invitation to World of Concrete

Earn thousands the easy way with CWS Referral Rewards

A brief update on two CWS providers

Sales Tips Among your most frequently asked questions are those revolving around improving the sales process. We hope that this guide will bolster your selling efforts. Keep it simple! We hear from end-users time and time again that they are busy and that keeping a control on costs is critical. This means that your sales pitch must be succinct and must address the prospects top benefits very early in the conversation. Here are some ideas on how to approach new prospects. Ask your prospect questions to discover what they value and sell them that very thing by tailoring your response with one of our top three selling points: 1. Cost savings – always mention how use of your CWS products saves them money. So often site superintendents will say, “I’m not paying anything for that now. Why should I start now?” Push back! Not only could an EPA inspection potentially expose the customer to many tens of thousands in fines, disposing of washout waste in a landfill is expensive and labor intensive. What does the guy operating the loader make? 2. Tidiness and convenience – it’s not always a priority with site superintendents, but for those that value it, we offer a superior solution. If you’ve ever seen a jobsite littered with the aftermath of concrete pump trucks washout, you can appreciate that they represent, at minimum, a safety risk due to tripping. 3. Compliance – superintendents do not like to be told what to do. Never threaten your customer! When selling the benefits of storm water pollution prevention, many resent that they are being told yet another thing they “must” do. In cases like this, you may have success selling what they don’t have to worry about anymore, i.e. “We save you time and money and take care of it! If you’re concerned with price, I’ll get a container out here for a week for free. You’re going to love it.”

Email and Web Marketing Be careful not to spam prospective customers! If you send unsolicited emails you run the risk of having your email shutdown! If as few as two in a thousand emails you send are marked “spam” by recipients all your outgoing mail may be blocked (technically, your domain is blacklisted and it will be very time-consuming and costly, if not impossible, to undo the damage). We recommend calling your customers and confirming that it’s okay that you send them promotional (or other types) of email. Also, and this is important, do not send mass emails through your normal email for the above referenced reasons. Instead, use an email service bureau (e.g. http://www.verticalresponse.com). There are many to choose from and they are relatively easy to use and inexpensive.

Spec it! Having CWS specified by architects and consultants is a great way to increase sales. Are you making the most of this opportunity? With construction activity down, this is the time to make the acquaintance of the top consultants in your area. In many instances, there are even opportunities with the unemployed -- just touching base, offering to keep your “ears open for work” is a positive enough experience to influence their behavior in the future. After all, if you offer to help “however you can” when times are tough, doesn’t that set you apart? Several websites make finding local consultants easy, such as http://www.cicacenter.org (which incidentally, also contains links to local, state and federal regulatory agencies. To find consultants in your area (http://www.cicacenter.org/consultselect.html), click here.

What’s up with other CWS providers? Congratulations to Steve Carter of S.H. Carter, a waste and recycling operation, in Greenville, South Carolina who tells us he’s just had his best revenue month ever. Steve manufactured a skid mounted vacuum tank so one roll-off can do “double duty.” He tells us it works great for now, but he anticipates he’ll outgrow it someday as his washout business continues to grow. Larry Shaub of Concrete Washout Disposal in Newark, Ohio stumbled into an unpleasant discovery. Larry bought used vegetable oil – oil basically just strained out of the deep fryer. Larry gave a coat of the stuff to his washout bins and when the bins came back full of washout, low and behold, nothing much cared to move. Not only that, the overspray on the bins and trucks had collected dirt and dust and was behaving more like glue than a lubricant. Larry, good luck and keep us posted on your progress.

Regulatory News Did you know that construction on Indian land within the United States must conform to the Federal EPA Storm Water Standards? Several states are revising their construction permits, e.g. Oregon, Connecticut. If you’re unsure when your permit is up for review, be sure to consult your regulatory agencies and make sure you weigh in early and often on the importance of the state mandating that a sealed, water tight container be used to contain concrete washout – below grade pits simply cannot handle the rigors of the construction site. Federal EPA permit is up for review as well. CWS along with some of you (special thanks to CWS Colorado) have been lobbying for changes to the Federal BMP to be as described above

World of Concrete, Las Vegas, January 18-21, 2011 As always, we would love to catch up with you at this year’s World of Concrete. We have a limited number of free passes to offer CWS providers. Please let us know if you can make it and mark your calendars.

Referral Rewards! Do you have thousands of dollars in your contact list? Refer potential service providers to CWS and you could be eligible receive thousands of dollars from CWS when your qualified leads purchase their first containers. Some restrictions apply. It’s this easy -- comb through your contact lists for your best candidates and: 1. send them an introductory email about offering CWS products and copy us (joe@concretewashout.com) 2. Or simply send us a list of quality leads and we’ll do all the legwork and be eligible for 50% of the "introduction" rate. We’ll do the rest and, hopefully we’ll be sending you a check before long! Referral Rewards Rules: Offer only valid for new leads provided September 15, 2010 through January 15, 2010. In the event that a prospect is received from two parties independently, only the first referring party is eligible for referral rewards. For each new licensed CWS provider you refer, we’ll pay you $100 for each container in their first order (up to $1,000). Referrers can receive separate rewards for multiple referrals. Initial purchase must be made within twelve months of the original referral date.

How do you increase awareness of the CWS solution? It helps to be in front of the major players in related fields. To this end CWS is a member of many industry associations, including the American Concrete Pumpers Association (ACPA). Our very active participation (and advertising) with the ACPA led directly to a CWS container being displayed under a pump in the CIFA USA booth at the World of Concrete. While the show attendance was down markedly from prior years, we can tell you that CWS has never had more interest. Many of you received end-user leads shortly after the show. Interest was surprisingly high throughout the Great Lakes region, especially Minnesota, and throughout the East Coast. We would like thank Jack Hagaman of CWS Colorado for visiting (and working!) both CWS locations at this year’s World of Concrete. We continue to build interest in the proper handling of washout waste.

Let us know if you can attend the shows that we attend -- generally we're able to offer free admission.

REGULATORY UPDATE Speaking of Jack Hagaman... Jack is quite an expert in various parts of our industry -- from sales to lobbying the state and local regulators to operating in a cold weather climate. Jack's persistent efforts at educating state and local officials -- most recently at the Colorado Department of Transportation Environmental Storm Water Conference -- are paying off with the Colorado Department of Transportation (CDOT) that has approved prefabricated washout containers. Additionally, CWS is a recommended Best Management Practice (BMP) listed in the CDOT Storm Water and Erosion Control Field Guide. Great work, Jack! This development, combined with the recent Cal Trans specification shows that we are getting tangible results at the regulatory level. It's a good idea to be in touch with your state highway agencies, Jack expects to hear news on "eight or nine stimulus projects sometime in April."

Minnesota has taken the lead with the most stringent state concrete washout guidelines within their general construction permit. “All concrete chute rinse water on NPDES/SDS construction storm water permitted sites must not be discharged onto the ground.” Click this link for a PDF of concrete washout guidelines.

The California Water Board will issue yet another draft of the General Construction Permit. CWS (and Ted Honcharik) made significant recommendations in the previous round. Next revision is due in early summer with the Water Board looking to finalize the permit by the end of the year. Our sources tell us not to expect major changes to the language regarding concrete washout specifically, however the Water Board is adopting a general approach that promises to increase enforcement. By and large, elements are being removed from the SWPP and being put into the General Permit which makes enforcement much easier for regulators. Polluters can no longer point to their SWPP and argue that they made a good-faith effort. Discharges will be simply illegal irrespective of Best Management Practice (BMP) employed. You may access the California Water Board's permit page by clicking this link

SEXY NEW PRODUCTS

Sexy? Maybe we've been in the industry too long. Nonetheless, there are some new CWS products that we would like to introduce.

CWS now offers for sale an affordable, lightweight and yet very durable catwalk work platform. This catwalk provides pump operators and mixer drivers an excellent work platform to washout their equipment. It easily fits on any CWS concrete washout box and can be moved forward or backward to best accommodate the user. A pin holds the catwalk in place to discourage theft. The CWS catwalk is available for $ 195.00 plus shipping (without fancy paint job). Please allow 4 weeks for delivery. The busy season is almost upon us so don’t delay -- get your CWS catwalk today!

Also CWS has in stock rubber door seals for $4 per linear ft. and liners $250 each plus shipping.

For Paint washout CWS offers the most effective and safe latex paint remover for all of your paint washout needs. This product comes to us through extensive research and has proven to remove latex paint like MAGIC!!!

Now we all know that CWS has the most cost effective, environmentally compliant washout containment system known to man. Nonetheless there does come a time EVERY ONCE IN AWHILE that one of our customers finds themselves in a desperate situation where they have forgotten to order a CWS container for their jobsite. When this happens, CWS can still be there to help. We now are a distributor of the ENVIRO SAC washout bag.

This bag comes in two sizes , one for mixers, with a holding capacity of 1 or 2 washouts. The second one is primarily for the use by pump operators. We recommend that if a customer finds themselves in a jam, they should pull out their emergency bag and remain compliant. REMEMBER, it is not OK to release the water that is contained in the bag. Make sure they keep your number handy so they can call for an environmentally safe vacuum service. Let the experts take care of the caustic waste water!

Make more money with the Stacker! The CWS Stacker, introduced at the last CWS World Congress, allows one truck and one driver to do "double duty" by stacking and hauling two ramped washout containers on one truck. With costs being what they are, this may be the piece of equipment that earns its cost as quickly as any in your yard.

WEIGH IN ON THIS LIGHTWEIGHT COVER

The concept drawing above depicts a solid, molded plastic cover. Do you think this product would be useful to you? Among the benefits are the potential to haul a load without vacuuming and keeping rainwater and other debris out of the container. Please take a moment and email any thoughts on you may have regarding the cover (or anything else for that matter) to {encode="markj@concretewashout.com" title="Mark Jenkins"} (Click name to email).

QUOTES “There are three kinds of men. The one that learns by reading. The few who learn by observation. The rest of them have to pee on the electric fence for themselves.”Will Rogers

New Jersey Concrete Washout Operator Says, “Ponder This!” If the construction slowdown has gotten you down, imagine paying your drivers eighty dollars an hour. By the way, if you need him for an hour, you pay him for a full day. Time and a half or double time on weekends, holidays and, of course, after eight hours. He gets his birthday off -- with pay! What do you suppose costs like this mean to the consumer? Costs within Manhattan are approximately three times higher than service in New Jersey.

What if you needed to cope with three years of forms, prodding of government officials and hassle to get a state permit for your water treatment system? You need to be a state certified laboratory as well – a four year process! Roger Haftek, who operates 64 CWS containers out of Paterson, New Jersey has faced and continues to face some of these challenges while serving northern New Jersey and Manhattan, including the high-profile World Trade Center project.

As part of their ongoing marketing effort, Haftek sends out approximately 200 pieces of mail, Monday through Friday, promoting the benefits of proper disposal of concrete washout waste. Even so, Roger reports that his most effective marketing tool is a free trial offered by a himself or his son to the superintendant at the construction trailer office. Roger estimates that about three-quarters of those that receive a free trial love the product enough to continue on a paying basis, while a quarter just take the trial in the expectation of getting something for nothing and leaving it at that.

J.R. Haftek, Roger’s ongoing paving and excavation company was started over 30 years ago and provided a perfect training environment to start a CWS operation in a challenging and unique business environment. It’s for the best that Roger serves his local area – most of us wouldn’t even know where to start.

Federal EPA Update Recent staff changes at the EPA have sent CWS and some of our highly-motivated customers into action (thanks to Rich Jeffrey and Jack Hagaman) with phone calls and letters intended to help the EPA provide appropriate guidance to state agencies. The U.S. EPA recommends best practices to states that are generally inclined to codify the recommendations into state (or local) regulations. In California, the State Water Resources Control Board, issues a general construction permit not-so-simply titled, “National Pollutant Discharge Elimination System (NPDES) General Permit for Storm Water Discharges Associated with Construction and Land Disturbance Activities.” (See article below for further details). Your state’s NPDES permitting may be handled by a state EPA, DEQ or DEP.

Out with the Bad; In with the Stimulus Projects. (Happy New Year) It’s still a challenging environment for all sectors of the U.S. economy and construction-related businesses -- such as yours and ours -- have been particularly hard hit. There's good news in that your business is likely to benefit from increased environmental regulation (and enforcement) and the large-scale stimulus projects that must comply with federal regulations – and are often very concrete intensive. Take a look at the link below to see state-by-state breakdowns of stimulus projects, dollars awarded, dollars received, etc. The vast majority of funds still have not yet been paid. For example, in California, roughly only twelve percent of funds have been paid. Stimulus funds report: http://bit.ly/5lsbrQ

A Good Sign in a Bad Economy While 2009 was one of the worst years for the construction industry since the Great Depression, there is evidence that your choice of CWS products puts you well positioned to benefit when the economy starts its inevitable recovery. As more providers come online, lobbying regulators and enforcement agencies to perform their environmental protection duties, we believe a critical mass will be reached – meaning a rapid adoption of the methods pioneered by you and CWS! Consider this: to date CWS has managed to expand into twenty three states and two countries! Most recently we’ve welcomed Concrete Washout Disposal of Newark, Ohio; N.A.T. Transportation, Inc. of Bradner, Ohio; D.D.S. Constructors of Rochester, New York; and A Track Out Solution of Las Vegas, Nevada.

California Update Much lobbying by CWS and (Ted Honcharik) of the California State Water Resources Control Board with respect to the General Construction Permit has resulted in very little improvement to the general permit with an indication that the next general permit will contain more favorable language. CWS had lobbied very vigorously that the permit specify that concrete washout be prevented from contaminating water and soil by being contained in a portable watertight container.

You may wish to model your local or state lobbying efforts on this letter from CWS’ Mark Jenkins to the Water Board: http://bit.ly/91QviW

Our review indicates that there is very little improvement in the permit from our perspective. However, there is this small indication that may help set the tone for the next permit that will probably emerge in several years.

From the General Construction Permit: “The Board should consider Numeric Limits or Action Levels for other pollutants of relevance to construction sites, but in particular pH. It is of particular concern where fresh concrete or wash water from cement mixers/equipment is exposed to storm water.”

World of Concrete February 2-5, 2010 Join CWS, Jack Hagaman and Roger Haftek at the World of Concrete. CWS will be exhibiting in the Central Hall of the Las Vegas Convention Center this year and we would like to see you there. We have a limited number of passes to the show available for our customers. Let us know if you can make it.

Got Equipment? Those looking to start a new concrete washout business up and running usually are looking to minimize their start-up costs. Let us know if you have equipment for sale and we'll happily put them in touch with you.

Quotes "The pessimist sees difficulty in every opportunity. The optimist sees the opportunity in every difficulty." Winston Churchill

Waste Expo 2009 As you might well imagine, attendance was off significantly at this year's Waste Expo held at the Las Vegas Convention Center -- only the South Hall was needed. Nonetheless, most of the major exhibitors, were present. Attendees showed interest in "environmental" products, especially those they thought might be involved in Federal Government stimulus projects. Large concrete pours -- for bridge, road work, airports and other infrastructural jobs -- are your best opportunity for revenue with the housing market in the midst of one of the worst slumps in decades. Some of you have reported pending bids for as many as six stimulus projects. Keep us posted on the outcome of your pending bids.

Save Money, Operate Safely and Efficiently -- Your Liner is Key As a large proportion of your CWS investment, the value of your containers must be preserved. The liner that is sold with each of your containers wears seven times better than the steel that it protects! When you consider that even the liners show wear after a few years, you realize that the underlying sides and container bottoms need to be protected from wear as they are a structural component! To maintain the function, safety and value of your containers, clean and maintain your liners regularly.

Great container to your door for less than before! CWS has recently added manufacturing capacity that has increased quality while keeping costs at the same or lower price. Since freight costs typically represent a significant portion of the total per unit cost to you, we’ve added East Coast manufacturing capacity in the anticipation that the reduced freight costs can be passed directly to you. Additionally, some design and manufacturing modifications should add to the container durability.

News on Steel Costs: Prices are forecast to increase in the near term, likely raising container costs fifteen percent.

Jack Hagaman -- the Shocking Truth You may recall our rather effusive praise for Jack Hagaman of CWS Colorado in the May Gazette. Well, as some of you are quick to remind us, we don’t know everything. We received the following from Jack’s boss, Rich Jeffrey.

"Joe-

I read with great interest your comments about Jack Hagaman, and how he has single-handedly made CWS Colorado a booming success.

While we have enjoyed a modicum of success here in Denver, we have not accomplished all of our goals, particularly those goals in the revenue growth area.

I now see that Jack has spent more of his time blowing smoke up corporate skirts than he has spent in the field, cultivating our customer base. Having recently re-imbursed a $1200.00 expense report, filed as he returned from a 7 day boondoggle to Las Vegas, we have determined that we can no longer afford the services of a self-promoting ego maniac like Jack Hagaman.

We are a team of selfless individuals, trying, as a team, to make something special here. We have no time to promote the aggrandizement of one person, no matter how great he thinks he is.

Thank you for highlighting the obvious for us.

Regards, Rich Jeffrey"

With relief, we realized the date: April Fools!

Water Treatment System Pump Alternative CWS water treatment system has two alternative pump types: the standard centrifugal pump (swimming pool pump) or a new stainless steel sump pump. For warm weather concrete washout operations, we recommend sticking with the standard pump. Cold weather applications may want to consider their specific need before selecting pump type – the stainless sump pump adds about $100.

Quote of the Month “It is said an Eastern monarch once charged his wise men to invent him a sentence to be ever in view, and which should be true and appropriate in all times and situations. They presented him the words: ‘And this, too, shall pass away.’ How much it expresses! How chastening in the hour of pride! How consoling in the depths of affliction!” -Abraham Lincoln

We're kicking the year off with a dual presence promoting bin use at World of Concrete -- click to visit our event section to learn more. Come by and see us at the show!

New Year, New President, New Opportunities "Shovel-ready" is the buzzword for on-deck projects that could benefit from president-elect Obama's economic stimulus plans. And, the good news is, many of these projects are bridge and highway infrastructure efforts -- i.e., projects that will require a lot of concrete.

For example, the American Association of State Highway and Transportation Officials released its compilation of $65B worth of infrastructure projects, many of which are improvements and repairs to existing roads and bridges that could start employing people within 90 days. States leading the list of ready-to-go projects include Florida, Texas and California, with $7B, $6B and $5B wish lists, respectively. Other states looking for $1B or more in funding for immediate projects include New Jersey, New Mexico, Georgia, Arizona, Utah, North Carolina and Ohio.

Besides the bridge and highway funding, stimulus money could also go for airport repairs and expansion projects. The Airports Council International has prepped a list of $1B worth of runway repairs for consideration.

With government money committed to such projects, maintaining EPA standards for concrete waste management will, of course, be essential.

Resolution Time? Forget losing weight or getting in shape! How about some resolutions for your CWS business in 2009 instead? Here are a couple of ideas you might find valuable:

brush up on local NPDES regulations -- and get involved with local enforcement.

get involved with LEED requirements and the USGBC -- John Hall has previously requested input from CWS operators, and is always refining the agenda for his Stormwater Summits.

LEGAL NEWS As you may have heard, CWS has been granted several Court injunctions prohibiting operators who have not complied with the terms of their licenses from using or renting out their bins. To ensure all CWS licensed operators get the full benefit of the operating agreements they've established with CWS (and the rights they're paying for), all licensees must comply in full with all the terms of their agreements. CWS will take all steps necessary to enforce its contracts, and terminate the licenses of operators who do not comply. We believe this is absolutely crucial in order to protect the rights of CWS operators who do comply with their agreements.

We hope that this will be good news for the vast majority of our licensed operators who have faithfully complied with their agreements. If you have any doubts about your own compliance, please don't hesitate to contact Joe Capko for clarification (and, if necessary, guidance on how to become compliant). (To ensure clear communication on both sides, please send your questions in writing -- and we will respond in writing as well.)

QUOTE OF THE MONTH

"I skate to where the puck is going to be, not to where it has been."- Wayne Gretzky

There are signs that the Obama team's plans for the economy could include efforts to reignite the new home construction industry. The CEOs of Toll Brothers and Hovnanian spoke with CNBC about the need for the next administration to encourage renewed demand for housing, in addition to immediate plans to address foreclosures. The National Association of Home Builders is actively promoting a demand-side component to the next stimulus legislation. Such a stimulus could take the form of increased tax breaks for home buyers, stronger mortgage backing from the FHA.

Noting that annual new home sales in the US now hover around 450,000, versus 1.2 million just a few years ago, David Lee Smith of Motley Fool predicts that a stimulus for the demand side of the housing market will be part of President Elect Obama's agenda. "The form that this stimulus might take is clearly open to debate, but it seems that the need is unassailable," writes Smith. [To read the full article, click here.

PRESIDENT ELECT OBAMA'S AGENDA INCLUDES PUBLIC WORKS INVESTMENT

Public works investments in infrastructure like roads, bridges and airports seem all-but-guaranteed to be part of the next president's fiscal planning. CWS believes such programs represent a huge opportunity for its operators over the coming years, as local governments tapping federal funds will need to adhere to all EPA regulations for containing concrete wastewater. (As those of you who participated in our survey know, infrastructure projects have been a key revenue stream for our most successful operators.)

Many news outlets have reported that nationwide investment in infrastructure is expected to increase dramatically under the new president. To read a bit more on the subject at Bloomberg, click here.

REMINDER: SPEC SHEET AVAILABLE FOR YOUR SALES EFFORTS

As mentioned in previous Gazettes, CWS has prepared a sample spec sheet that you can use in your sales efforts. Since the spec was based on a sample from CalTrans, it could be helpful in securing business related to new infrastructure projects in your area. Email us at {encode="gazette@concretewashout.com" title="gazette@concretewashout.com"} if you would like a copy.

EPA announced in September that a Massachusetts developer faces a penalty of up to $157,500 for discharging polluted storm water from his construction site. After an inspection, EPA determined that Peter Galuszka had been discharging storm water containing silt and sediment from the Oasis Drive site since construction began there in 2004. The EPA complaint recently issued alleges that Mr. Galuszka did not apply in a timely manner for coverage under the National Pollutant Discharge Elimination System (NPDES) General Permit for Storm Water Discharges from Construction Activities, as required by the federal Clean Water Act.

NORTH DAKOTA DEVELOPER SETTLES ON $15K FINE WITH EPA; EPA CITES USE OF FINES AS DETERRENT TO VIOLATORS

The EPA announced September 30 that it had reached an agreement with David J. Paulson and the Northeast Ridge Development Company in which the company will pay a $15,000 fine for unauthorized discharges to wetlands adjacent to Lake Elsie, near Hankinson, ND. In addition to the fine, Northeast Ridge is responsible for all costs necessary to restore the impacted wetlands.

“EPA is taking this action to deter future violations of laws that protect North Dakota's water resources,” Michael Gaydosh, EPA's Assistant Regional Administrator in Denver, said in the press release announcing the settlement.

Can I sell my bins to another CWS operator? How about to a company that hasn't yet started a washout operation?

Because all CWS operating agreements include geographic limitations and other restrictions, it's important to refer to your contract before entering into any agreement to sell your bins. When in doubt, the safest way to ensure a sale is permitted and won't result in a violation of your contract is to contact us before proceeding. For more information on this subject, contact Joe Capko via {encode="joe@concretewashout.com" title="email"} or phone at (916) 607-0005.

QUOTES INSPIRED BY THE SEASON

It often takes more courage to change one's opinion than to stick to it.- Geoffrey Abert

Progress is impossible without change, and those who cannot change their minds cannot change anything.- George Bernard Shaw

Change is the law of life and those who look only to the past or present are certain to miss the future. - John F. Kennedy

Continuing the national trend towards greater environmental law enforcement, Vermont may see EPA taking over its stormwater management if they continue to fall short of Clean Water act requirements. Click to read related reporting from Burlington Free Press was published August 15 andAugust 31

CWS SALES AND MARKETING SURVEY!

We're conducting an operator survey to learn what works best in the field. Once we have the results compiled, we'll distribute them to the participants, so everyone who contributes can learn from what's happening in other markets. Please help us by contributing! (Your responses will be kept completely confidential -- we will only report aggregate results.)

As mentioned in previous Gazettes, CWS has contacted our state and local water authorities here in California, to continue to bring attention to the problem of concrete washout pollution. Working with our stormwater consultant John Hall, we can also contact local Water Board, DEQ, or other appropriate regulatory agencies on your behalf if you would find this helpful.

To take advantage of this option, please email the agency you'd like us to contact, along with any contact information you have available, to Joe Capko.

QUESTION OF THE MONTH

Q: One of the major ready mix companies in my area has a policy that forbids their drivers from washing out in our bins -- they're instead required to use reclaimers installed on the trucks. This makes it hard to sell our services into sites where this ready mix company is the concrete provider. Any ideas how to sell better in this situation?

A: These situations are never easy. Reclaimers typically represent a significant investment, and it will be hard to convince your local ready mix to abandon equipment they've paid dearly for (especially in the current economy). At the same time, though, there are still compelling financial reasons for a job site to utilize a CWS operator in this situation. Most obviously, the reclaimers can't service pump trucks or stucco or masonry equipment that is also on the job -- and, failure to contain washout waste and wastewater from these sources carries the same hefty fines as for illegally washed mixers.

The bottom line is the bottom line. Keep the focus on economics. Besides being unable to provide full washout services on a job site, reclaimers are often unreliable and costly to maintain. A job site operator is taking a big financial risk by relying solely on their concrete vendor's reclaimers for concrete waste management. Keeping CWS on the site is really inexpensive in comparison to the potential costs of accidental non-compliance. Plus, there are often hidden costs for job site managers -- "environmental charges" and the like -- because companies using reclaimers must pay for costly extra driver time.

QUOTE OF THE MONTH

"Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude." - Thomas Jefferson

Are you working on a road or bridge construction project? Such projects are becoming more important to many construction related businesses as the residential development market slows. What's more, there's more pressure than ever for these projects to be "green" -- which means your presence on these job sites can bring positive attention to them.

If you're involved with a highway or bridge construction project that's high profile, consider submitting it to Roads & Bridges magazine's annual awards. They select their top ten best each year for profiling in the magazine and online -- providing valuable exposure to contractors involved.

CWS has created a spec for transportation planning officials to help define how concrete washout services can be included in their project plans. Our spec was based on information provided by CalTrans (California's transportation department), a recognized leader in green project planning.

If you'd like a copy to help you in your local selling efforts, please contact us at {encode="gazette@concretewashout.com" title="gazette@concretewashout.com"}

MORE ENFORCEMENT NEWS

Last month, EPA levied fines on several of Hayden, Idaho's utilities and contractors for violating the Clean Water Act. Non-compliant concrete washout activities were specifically mentioned. Read more on EPA's site at this link:

Congratulations to CWS operator Ted Honcharik, whose company Pacific Tank Lines was recently named "Carrier of the Year" by Chevron.

WELCOME, ATLAS DISPOSAL: NEW OPERATOR IN SACRAMENTO TERRITORY

Atlas Disposal joined the CWS operator network last month. A local Sacramento area waste hauler, Atlas will now add the CWS solution to its menu of job site services. Atlas will be participating in a region already served by Elk Grove Waste -- helping to ensure CWS's full penetration of the market.

QUESTION OF THE MONTH

Q: What do I need to know about NPDES permits?

NPDES, or National Pollution Discharge Elimination System, is a permitting process to ensure compliance with the Clean Water Act. In most states (45 out of 50), the state determines the exact requirements for compliance. Because these permits include requirements for managing concrete washout waste and wastewater, monitoring your own state's permitting process is critical to your business.

In most states, the permit requirements are reevaluated and rewritten every three to five years. Whether your state currently has aggressive compliance requirements -- or very weak requirements -- you can help your own business (and the local environment) by staying informed and involving yourself in the process. As reported last month, CWS has been working with the California State Water Board to ensure that the damaging effects of concrete pollution are fully understood. We have also recently contacted the Georgia Department of Environmental Quality and the Georgia Governor’s Office to ensure awareness of the issue of concrete pollution.

For more information on how you can bring attention to concrete washout issues in your state, feel free to contact Joe Capko at {encode="joe@concretewashout.com" title="joe@concretewashout.com"} or Mark Jenkins at {encode="mark@concretewashout.com" title="mark@concretewashout.com."}

Quote of the month:

"A lie makes it half way around the world before the truth has a chance to get its pants on." - Winston Churchill

Two of CWS's videos -- our introduction for builders and contractors, and our spot from "The Environmental Channel" providing an overview of the concrete washout problem CWS solves -- are now available on YouTube. Check them out at: CWS YouTube Video. (Special thanks to Reef Mowers of American Concrete Washouts for this excellent suggestion.)

Increasing EPA enforcement of the Clean Water Act signals a growing opportunity for CWS and its licensed operators.

In the latest major example of tougher enforcement, four of the nation's top ten home builders -- KB Home, Richmond American, Centex and Pulte -- agreed in June to pay more than $4 million in EPA fines. The builders acknowledged that they violated the Clean Water Act because of inadequate stormwater protection programs at their construction sites in 34 states around the country. Concrete washout waste was one of the common water pollutants cited. Both the EPA and leading homebuilding executives have indicated that they expect the decision to lead to much greater attention to stormwater protection among all builders. The homebuilders involved in the settlement have already committed to extensive stormwater training for employees, as well as more detailed pre-project planning to control pollution.

This latest settlement comes on the heels of a $1.3 million fine levied on Home Depot in February for water pollution at new store construction sites. Wal-Mart was cited several years ago, and dramatically improved its stormwater policies as a result. Several local CWS operators have benefitted from opportunities to help Wal-Mart properly manage concrete waste and wastewater at its big-box store construction sites.

CWS LANDS HIGH-PROFILE PROJECT

Congratulations to Roger Haftek of Haftek CWS, whose company began work on one of the nation's most-anticipated construction projects last month. Haftek CWS is providing concrete washout services for the World Trade Center rebuild project in New York City.

REMINDER: YOUR CONTRACT DETERMINES YOUR OPERATING BOUNDARIES

If you became a licensed CWS operator before late 2007, please remember that your contract defines a specific geographic area in which you are authorized to offer the CWS solution -- and, by contract, you are permitted to offer the service only in your defined territory (unless a one-time exception is specifically granted by CWS).

New operators who joined in 2008 are part of the "CWS 2.0" program, which is much less geographically restrictive. Your contract does indicate some areas in which you are not authorized to offer service, but you may operate in any area that is not explicitly excluded.

We offer a conversion option for operators who'd like to take advantage of the 2.0 program and immediately expand their operating area. Please contact Joe Capko at {encode="joe@concretewashout.com" title="joe@concretewashout.com"} or (916) 607-0005 for more information. Please also contact Joe if you have any questions about what area your current contract permits you to serve.

WELCOME DIANE WILLIAMS

CWS welcomed Diane Williams to the team as our controller last month. She is your primary contact for billing-related questions. Her impressive background includes more than 10 years experience in construction accounting, including experience with general contractors, sub-contractors and environmental contractors. If you'd like to introduce yourself to Diane, please feel free to drop her a line at dianew@concretewashout.com .

NEW FINANCING RESOURCE

CWS has established an additional financing relationship with 1st Source Bank for operators making large bin orders. They're experienced in construction and environmental finance and can pre-approve loans for convenience. Contact Diane Williams, CWS Controller, for more information about this exciting new option.

QUESTIONS OF THE MONTH

Q: How can I get more local regulatory attention focused on concrete washout pollution?

A: As evidenced by the EPA settlement with the home builders, enforcement is improving. However, it's not happening at an equal pace in every market. If you're not seeing adequate enforcement in your market, it's important to keep raising the issue at every opportunity. The squeaky wheel does get more grease -- and, the good news with government behavior is, once enforcement picks up, it tends to stay in place, so the threat of penalties becomes much more real to your prospects and existing customers.

Concrete Washout Systems' CEO Mark Jenkins recently wrote a letter to our own California Water Board that might be helpful to you in bringing more attention to concrete wastewater as an important pollution control issue. It lays out all the issues, so that our state officials understand the extent of the problem (as well as how we can easily and inexpensively solve it). We suggest you forward this letter to your own local authorities, with an introduction from you and your company as local providers of the Concrete Washout Systems solution.

Congratulations to Ted Honcharik, CEO of National Concrete Washout, who just last month provided washout services for one of the most significant recent concrete construction projects in California.

The foundation for the new Kaiser Permanente medical center project in Riverside, California required 10,000 yards of concrete be poured in just 10 hours. 1,000 mixer trucks were operating on the site at one time. Ted and his team were on hand to be sure that all the concrete washout waste was managed efficiently and in full EPA compliance -- with 20 CWS bins in operation at one time.

Got an interesting tidbit you'd like to share with other CWS operators? Send it along for consideration to gazette@concretewashout.com.

STORMWATER AD CAMPAIGN TARGETS REGULATORS

This month the readers of Stormwater magazine -- largely regulators and consultants -- will see a hard-hitting new campaign alerting them to the widespread problem of concrete wastewater mishandling. To see a copy of the ad click here:"The Construction Industry's Dirty Little Secret". (Note: this version is low resolution to make it easier to view online, and is less clear than the actual printed version.)

CWS recently settled the current round of litigation with Minegar Environmental. Both CWS and Minegar Environmental are prohibited by the Court from revealing the settlement terms. However, Minegar Environmental has confirmed the validity and enforceability of the CWS patents in a consent decree.

BIG SHOW IN CHICAGO -- WASTEEXPO 08

CWS had a strong presence at WasteExpo in Chicago this year. Mark Jenkins, Joe Capko, Sascha Cocron, and the newest member of the team, John Compognis, represented CWS at the waste industry's annual gathering. Interest among waste haulers in joining the ranks of CWS operators remains strong!

MEET JOHN COMPOGNIS

Speaking of John Compognis ... John joined our team just last month as our national sales rep. Feel free to drop him a line at john@concretewashout.com and introduce yourself. (Look for a more complete profile of John in next month's Gazette.)

QUESTIONS OF THE MONTH

Q: I'm thinking of adding some containers to my inventory. Are ramped or rampless more versatile?

A: Ramped containers are much more versatile, and give you a big competitive advantage in the market. Why? Because there are many kinds of concrete transportation vehicles that require ramps to use a bin -- including most concrete pumpers and stucco/masonry equipment. By maintaining ramped containers in your fleet, you'll be able to offer your end clients much more comprehensive washout services (and much better assurance of compliance with EPA regs). And you'll make their crews happier, too!

Q: I've been wondering, what type of sump pump is best to move water between CWS Water Treatment System containers?

A: Try a ¾ horsepower sump pump -- usually less than $100 at Lowes or Home Depot.

Q: I'd like to sell some of my bins to another company. What do I need to do?

A: The answer depends on your contract. If you're a 2.0 client, selling bins to another party is usually a straightforward process; we just need to be notified to ensure that the buyer is not in a restricted territory, and understands that he is bound by the same license agreement you signed. If you are a 1.0 client with a territory minimum and other contract restrictions, whether or not you can sell your containers depends on several other factors, including whether you have met your bin minimum and other contract terms. While we do not want to restrict the transfer of bins where our licensees can benefit, to ensure fairness, we must confirm that any such transactions would not result in a licensee falling short of its agreed bin counts.

"We've been hearing about the I-5 project for weeks now, about how it's going to be unlike any other road project in the US. And, some say it might be the most environmentally friendly project ever undertaken by CalTrans [California's transportation department]," said Karen Massie of Sacramento's News10. "One company in South Sacramento will help make it so by recycling all the waste from all the concrete [poured for the project]."

That company, of course, is CWS -- and, in the rest of her news spot, Massie provided an informative and accessible introduction to CWS. Her report emphasized how well the CWS solution protects the environment, how innovative CWS's patented technology is, and how "what started as one bin in Sacramento is now more than 3,000 bins nationwide."

Interested in how we obtained such beneficial coverage? While we're always looking for opportunities to promote CWS, in this case, the high profile of the I-5 project was very helpful. This project will disrupt traffic in Sacramento for months, and so is on the minds of every local commuter. A positive angle on this story was a welcome change from most of the current reporting.

Are you providing washout services for a newsmaking project in your area -- e.g., a project of landmark size, or with a notable environmental focus? If so, you could potentially secure a similar news story for your company. If you'd like a copy of our pitch letter to use in your own efforts, please let us know.

MEET JOHN COMPOGINIS

As mentioned in the last Gazette, John Compoginis recently joined our team as National Sales Manager. Prior to joining CWS, he was Regional Manager at Fibermesh, the leading manufacturer of synthetic fiber reinforcement for concrete.

As John says in his own words: "My career has been focused on the construction industry and in my new role, I will be responsible for driving growth for Concrete Washout Systems. This will hopefully be achieved by working with architects in specification work and with state and local agencies. We look forward to opening new markets and furthering industry acceptance of CWS as the standard for concrete washout. My wife and I currently reside in Sacramento, but will be relocating next month to San Diego county. We have daughters in college in the Bay Area."

If you would like to introduce yourself to John, he'd love to hear from you. Email him at {encode="john@concretewashout.com" title="john@concretewashout.com"}.

QUESTIONS OF THE MONTH

Q: Liners are a bit of a bother. Do I really need to use them?

A: Yes! There is a bit of a learning curve, but it's well worth it to use liners. They extend the life of your bins by almost 7x! And they make the washout process easier, too -- for example, if a user dumps a large quantity of excess concrete into one of your containers, it can be easily removed by simply removing the liner, avoiding hours of work removing stuck-on concrete by jackhammer.

Liners are also a key weapon in our fight against copycats. They help to differentiate our higher-end, patented technology from knock-offs that claim to do the same thing we do, but can't guarantee the EPA compliance, tidy and straightforward operation, and superior service our operators can offer. Conversely, deploying your bins without all of their intended features helps encourage bottom feeders to fashion a "washout box" from any dumpster they have on hand. This is something we must all work hard to avoid.

For these reasons, proper use of fully outfitted bins, complete with liners, will also be a requirement of CWSPro certification. They're that important.

Q: My competitors are making dishonest, incorrect claims about ramped bins -- claiming they're unsafe. How should I respond?

This is a very good question, one that many licensees probably face. At one time or another, we've all had to deal with unethical -- even sleazy -- competition.

Our recommendation is to take the high road: i.e., simply reiterate to your prospects that the CWS system is not only safe, but also the very best available solution for concrete washout. Spotlight the positive differentiation of our patented system versus copycats and low-tech, unreliable alternatives, without wasting time retaliating against the smears. In the specific case of safety claims, it can also be helpful to point out that CWS is involved with organizations like the ACPA specifically because we're so committed to meeting the safety needs of users of our products.

Your best prospects -- i.e., companies that are most concerned with compliance, and with running their own businesses professionally and profitably -- will appreciate your focus on what's great about our products, instead of what lying jerks some of your competitors are. (In fact, the more professional an organization is, the less patience its management will likely have for pissing contests.) And, while it may hurt temporarily to lose those prospects who do fall for "negative campaigning," they are probably not the kind of healthy, quality-conscious businesses that can really help your company grow more profitable in the long run.

]]>Fri, 11 Apr 2008 19:54:32 GMThttp://www.concretewashout.com/cws-gazette/cws-on-the-move-trade-shows-cws-20-new-procedures-and-moreMark Jenkins, Jr, Mark Jenkins, and Roger Haftek - still standing after the five-day ConExpo marathon, with a little help from a ramped bin.

200,000 AND COUNTING: 2008 TRADE SHOWS IN FULL SWING

The tradeshow season is in full swing with three major shows already under our belt. While attendance at our repeat shows was down somewhat from last year’s record highs, because of our participation in the giant, record-breaking ConExpo/CONAGG show, we've already introduced our products to thousands more show attendees than last year. We’re especially pleased to report that there has never been greater enthusiasm for the CWS product or greater confidence that the regulatory environment is rapidly becoming more and more favorable to CWS, our licensees and the environment.

We’ve been pleased to have the participation of Roger and Patricia Haftek of Haftek CWS at ConExpo/ConAg and the World of Concrete. Brian Doonan of Atlantic Concrete Washout was a big help manning the booth at the International Erosion Control Association show in Orlando, Florida where CWS had the flagship ramped container on display.

World of Concrete (January 22-25) We kicked the year off with a show of force at World of Concrete in January! Attendance was down a smidge from last year's record total, but still impressive at nearly 85,000.

Growing interest in green building and environmental/regulatory issues was reflected by the addition of the "greensite" exhibit area. We'll be looking at participating in that pavilion in 2009. You can learn more about the show from their own press release -- just click here.

International Erosion Control Assoc, Environmental Connection (February 18-22) Over 2,000 influential attendees from across the country. Sascha Cocron and John Hall manned the booth and were pleased to have some face time with Nikos Singelis of the U.S. EPA.

CWS at ConExpo/ConAgg (March 11–15) Every three years (and you’ll need the time to recover!) ConExpo comes to Las Vegas. The world’s largest construction industry trade show features nearly every type of construction product available and drew over 140,000 people from around the globe as the industry readies itself for the next building boom. The consensus is that now is a great time to be investing in environmental solutions as these industries are expected to grow at a rate far in excess of the growth in the building industry as a whole.

CWS 2.0: WHAT'S THAT BUZZ?

So ... have you heard some buzz about the new "CWS 2.0," and are you wondering what it means for you? While CWS 2.0 describes how we're doing business with all new licensees, existing licensees can convert to the 2.0 format -- and, in the process, improve their competitive positioning and save significantly on their license fees.

We're going to meet with each existing licensee to explain the concept, but, if you'd like to learn a bit about it in the meantime, we've created an FAQ document that you can read here: 2.0 FAQ.

OPERATIONS UPDATE

Earlier this year, we welcomed Valerie Cornejo (email: {encode="valerie@concretewashout.com" title="valerie@concretewashout.com"}) as our operations manager. She's your go-to person for all things related to billing and ordering of new bins. (Yes, you read that right: bin orders are now placed through Valerie at CWS, rather than directly through a fabricator. This way we can ensure the best volume pricing for all licensees.)

If you haven't already met Valerie, drop her a line to introduce yourself!

QUESTIONS OF THE MONTH

Q: Can we use the term "EPA-recommended" to describe the CWS solution?

A: While our solution fits all the requirements of a best practice for concrete wastewater disposal, EPA does not permit any business to describe their products as specifically recommended by the EPA. It's fully acceptable, though, to point out that the CWS solution meets all EPA guidelines for a best practice solution -- and that it is tidier, easier to implement, more reliable and usually more affordable than other options.

Q: I've been wondering, should I skip using liners in my bins? Liners are a little more difficult to clean.

A: Definitely don't remove the liners -- they protect your investment! The liner material is 7x stronger than steel, and by our calculations they extend the life of your bins by about 3x.